Client Manager

3 weeks ago

Tempe, United States Adolfson & Peterson Construction Full time

We build trust among our communities and our people by cultivating the right team for every job. We are committed to fostering a creative and collaborative culture with a focus on career growth and balance in the workplace.

AP has diligently built a strong foundation of expertise, experience and exceptional results. We continually invest in our talented team by providing the latest tools, technologies and training necessary to stay ahead of the curve. We set our employees up for long-term success through mentorship opportunities and professional growth and advancement for every person in every role.

We recognize the contributions of our team members with unique experiences and capabilities and strive to establish a work environment that maximizes our collective potential. Going beyond the build for our employees lays a strong foundation for success across AP. We commit to a balanced, value-centered work environment for meaningful projects, careers and talent.

Adolfson & Peterson Construction, one of the nation’s top contractors, is recruiting for an experienced Client Manager for our Southwest Region based out of Tempe.

Because safety is paramount to AP and embedded into everything we do, all team members are responsible for working safely within our Incident and Injury Free culture.

**Key Accountabilities of the role include**:
Develop and execute a comprehensive strategy to identify new clients and support existing clients in the target sector(s) while ensuring profitable growth and alignment with the company’s strategic goals and mission.
- Take personal responsibility for working safely within an incident and injury free culture.
- Develop new business through pursuit of strategic targets and relationship building.
- Develop a network for active and quality lead gathering that creates opportunities to prospect, contact, and meet potential clients; build positive relationships within target sector(s).
- Pursue business opportunities with strategic targets in target sector(s) and managing relationships with existing clients.
- Initiate compelling calls and presentations to introduce AP’s capabilities and value proposition.
- Positively demonstrate AP’s mission, vision, value statements, reputation, code of ethics, standards, policies, and procedures internally and throughout the marketplace.
- Plan and oversee target sector sales processes including strategy development, opportunity pursuit, proposal communications, and project negotiation.
- Ensure strategic objectives are understood and executed by the pursuit team.
- Partner with Marketing and Preconstruction teams to create effective marketing strategies to win in the marketplace, value proposition development, technology positioning, pricing strategy, branding strategy, channel strategy, and communications strategy development.
- Manage resources within budgetary guidelines per company policy and within ethical corporate governance guidelines.
- Provide marketing expertise and leadership in coordinating proposal development, quality control, delivery and follow-up.
- Lead research and provide key information for RFPs and presentations, provide comprehensive understanding of customer needs to the project sales team.
- Provide client specific opportunity assessment, market evaluation, market research, financial evaluation, and other marketing needs required throughout the proposal preparation and delivery process.
- Engage best practices in development and use of CRM with the goal of improving business relationships.

**Requirements**:

- History of progressively more responsible leadership experience and proven results including:

- Bachelor’s degree in Business, Marketing, Economics, or related discipline and 4+ years of experience with at least 2 - 3 years of demonstrated success in selling and developing new business with revenues ranging from $5 million to over $100 million or a combination of education and relevant experience.
- Management experience and strategy development/deployment with a construction firm and experience developing new markets or businesses is preferred.
- Demonstrated experience leading sales processes that involve multiple team members and multiple decision makers (primarily at the C-suite level).
- Network of COI’s (Centers of Influence) to include developers, owners and their representatives, architects, engineers, and other professional relationships that can be leveraged to create business opportunities.
- Experience in Business Development or Product Development.
- Demonstrated integrity and ethical standards.
- Experience in a complex business as a driver of growth and change; demonstrated effectiveness in creating leads and converting into sales.
- Capability to identify and capitalize on opportunities quickly; ability to maintain effective balance between strategic and tactical priorities.
- Experience in driving accountability for financial and operational effectiveness, integrating and aligning ef

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